Hey, what’s going on, guys? This is Hard Talk In My Soft Top. I’m gonna share with you guys why so many people are saying no to your sales pitch. So, one of the biggest complaints I get when it comes to prospecting and online leads is people don’t wanna buy from me, Alex, or the leads aren’t closing. Well, one of the things that I had some of my clients do is actually record their sales calls. And I gotta be honest with you, I wouldn’t buy from them with the pitch that they were giving me. And one of the biggest issues when it comes to sales calls is that we come off like a salesperson. Like, everybody wants to buy something because they love that new item, they love the sale, they love the new thing, the shiny object, but they hate being sold. The love buying and they hate being sold. So how can we come across like we’re not salespeople, but we are experts, we’re authority figures, we’re there to support them?

So I got a list of things here. So, number one: the biggest turn-off that you can do for your prospects is bragging. How many sales or how good you’re doing. Like, you know, I’m salesperson of the month, or I crushed my sales goal today. When you start bragging on social media, people see that, and it makes them feel like they’re just a number. Because you’re bragging about numbers. It’s such a turn-off. So that’s number one. Don’t do that. Don’t be that person. Number two: when you’re too easily and readily accessible. And I know this goes against a lot of what we’re taught as a salesperson, but think about this: is somebody who is an expert, like a professor or a mechanic, they have appointments that are, like, you can’t just walk in and say I want you to see my car right now. There are people that they are serving right now already. So when you’re too easily and readily accessible, it actually kinda dilutes your value.

Third thing: being too pliable. Being too, like, yeah, sure, I’ll make that change. You know, just agreeing to everything they say. It’s just like, wait, do you have any sort of standards? Or are you just gonna agree to any deal that I send out there? That’s a quick way to lose ’em. Being too eager. People smell desperation and it smells rank. So don’t be too eager. Don’t be so desperate to close the deal. Number five: being pushy. I don’t even need to explain this one. You know this turns people off, and yet, we still do it. A lot of it comes from our desperation to close the deal, so we start pushing people, and being a hard close, or using these manipulative tactics. Blegh, don’t do that. Trying to hurry the prospect. If you’re an expert, if you’re an authority figure, if you’re successful, you don’t really care if the prospect says yes, right? So you’re just like, hey, if you pull the trigger, awesome. If not, it’s all good. You know? Yeah, I’d love to work with you, but I don’t need you. And you’re not dismissing their importance. You’re sharing with them the reality of your situation.

Number seven: being overconfident. With a quick-triggered answer to everything. I hate it when people don’t listen to me and when they just brag for no good reason. Like, what in the world? I was talking to someone the other day who I did buy from, by the way, who was pitching me, and he just kept telling me how good he was at his job, and I was like, okay. You don’t know what I’m looking for. And then before I could even finish sentences, he was answering me. Like, dude, you’re not listening to what I’m saying. You just want to be right. It was such a turn-off; don’t do that. Number eight: pushing products from your own agenda versus diagnosing needs and offering custom solutions. There is a fine line here. There are times when a pre-packaged solution that you have is just the right fit. And mention that. You know what I mean? That also there’s a safety in that where, when you’re talking to someone, and they say, oh, you know what, I’m so glad that you reached out to me because I have a perfect product just for wedding photographers.

Let me show you what I have. Like, there’s a safety net there. But if you’re talking to them, oh, you know what? Let me see. Let me make this thing work for you. And you feel like you’re just being, you know, it’s like a square peg into a round hole. You’re like, wait, are you sure this is a good fit? I don’t know if it is. It doesn’t sound right. They’re like, oh, we’ll make it work. You just need to buy this thing, right? It’s like when you’re forcing them to get the thing based on your own agenda instead of theirs. Last but not least: evading, or altering questions. I know you’re not listening to me and you’re being really shady by not answering the question or by changing the question for what it is. Like, just answer their question. It’s about being human, right?

So, for those of you that are calling people back, and you’re not closing it, go through this list of nine. Let me go through ’em again. Number one: your shelf of trophies. The brags on social media. When I feel like I’m gonna be put inside of a trophy case or hung on the wall, or just another number on your goal sheet doesn’t make me feel good. Number two: being too accessible. Number three: being too pliable. Just agreeing to things. Like, what are you doing? Do you have standards? Being too eager. Like, oh my gosh, I just cannot wait to work with you. Please sign up. Please, please, please. It’s like, ugh, it smells so desperate. Being pushy. Like, I don’t want to go that direction. Why are you pushing me? I’m not ready. And then, on the same note, number six: trying to hurry up the prospect. Like, let me think about it, right? Let me digest all this information you’ve given me so that I can make a decision that I’m comfortable with and confident in.

Number seven: being overconfident. And then just responding with a quick-triggered answer to everything. Like, you’re not even letting me finish my sentence. Number eight: pushing products that obviously are not a fit for me; you just want me to buy your thing. Like, ew, don’t do that. Come up with a custom solution. I don’t need a price right away. When you tell me, like, you know what? Let me put something together for you. I don’t feel like you’re not prepared. I feel like you’re putting together a custom fit just for me. Last but not least: evading or altering questions. Answer the question. If there’s another point or something else that you think would help them feel comfortable, do that. But answer the question. When you evade a question, it’s like when I ask my daughter, did you clean your room? And she changes it. She goes, oh my gosh, dad, I love the shirt you’re wearing. I know the answer is no, you didn’t clean your room. It’s the same thing when you’re talking to a salesperson and you ask ’em a question. Like, oh, have you done this before for people like me? And they go, man, I just love what you’re doing online. It’s like, wait, what? That’s not what I said. So the answer is no, right?

Selling is such a huge part of being successful online. I highly recommend working with a sales trainer, reading a sales book. Even if you’ve done it before, get a refresher. My favorite books on sales: The System by Eric Lofholm. One of the best in the game. The second one: Sell or Be Sold. I love it. It’s by Grant Cardone. It caused a huge mindset shift for me, and I recommend both of those books. So have a great day, you guys. Look forward to another podcast, Soft Top Hard Talk. P.S., you should join my VIP group coaching ’cause every Friday morning, I go live, and I answer your questions, and I help you get over the hump. We got a killer group coaching mastermind program. AlexBranning.com/VIP.


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